Here’s a quick tip for upgrading how you talk about what you do.

Most wellness pros use the word “help” or “teach” when referring to their services.

For example, “I help people lose weight using my unique 7-step nutrition for weight loss system I created after losing 100 pounds.”

I used the word “help” for years and years.

And I used the word “teach” too.

I’ve recently realized these words are negative triggers. Meaning, they trigger a negative response in the person who hears them.  It’s subtle yet very powerful to notice. See if you can notice the difference in the following descriptions…

The word “help” implies someone needing help, or perhaps being unable to do something (and feeling like a failure) and frankly, most people don’t like admitting they need help, nor do they like asking for help. And the word “help” also attracts people who “need help.” (Read: may be needy and energy draining.)

The word “teach” reminds people of school. And how many of us have had wonderful experience in school? I can only remember two teachers in all of my pre-college days that really made a positive impact on me. Unfortunately, most did not. Let’s not remind people of their days in school. Most of us didn’t love the experience.

So what’s the alternative?

Use the word “show”.

“I show people how to…”

The word show is more active, positive and implies that it’s for people who only need to be shown what to do and they can take it from there. By the way, these are always the very best clients to work with.

And the word “show” also clearly stears away from “therapy” and “helping” talk.

Try it out for yourself and see if you can notice a difference.

To your success,

Karin

Like what you read? Then don’t miss another issue of WellProNet’s Wellness Business Trends and get business savvy about your passion for wellness fast. Sign up for free on the homepage of http://wellpronet.org.

About the Author and WellProNet.org: Karin Witzig Rozell has been teaching health and wellness professionals how to grow their business since 2003. She started as a nutrition counselor who knew a lot about nutrition, but not a whole lot about business and marketing. After learning some tough lessons she cracked the code and now her passion is transforming practitioners into profitable business owners using the power of authentic marketing strategies. In 2009, she expanded her private practice and launched The Wellness Professional Network as the go-to place for practitioners to learn about making more money doing what they love.  Karin lives in Upstate New York and works from home with her husband who also runs a successful coaching business.

Hands down, giving presentations to your chosen niche market is the FASTEST way to attract new clients – be in the form of tele-classes or in-person. There are other good ways to attract clients — networking, article writing, video marketing, social networking and more  – but they take much longer to attract clients and frankly, nothing comes close to someone experiencing you LIVE  in a seminar to inspire someone to work with you privately.

With each presentation, the key thing to remember is to plan to include a compelling offer (like a limited time free or low/cost breakthrough session with you) and can except 5% -20%  of the group to say YES (if done right) and the remaining 80% or so to join your emailing list (so you can begin connecting and marketing). 

Most wellness pros offer tons and tons of info in their talks and then wonder why no one asks to work with them. (I did this myself when I was a nutrition coach.) First, if you over teach and jam pack your talks with tons of tips, you’ll turn people off by overwhelming them. And second, it’s up to you to present your compelling offer effectively (HINT – Don’t wait until the end!). Don’t make people figure out what the next step is.

Typically, if you’re just starting out, most wellness pros will give presentations where anyone will have them.

Yoga studios, gyms, doctor’s offices, etc…

In one sense that’s good. As it can be good practice.

However, your presentations become much more effective if you’re standing in front of a new group of people that you KNOW are perfect for you. That is, they meet the four keys to a profitable wellness market. IE – if you specialize in working with entrepreneurs/business owners, then you would look for business owner groups online and take out your local business journal and find meetings and conferences and offer your presentations there. Or if you specialize in working women over 40, then you would find their networking groups, conferences, favorite hang outs and go there to speak.

And if you’ve never presented before, start off by doing 10 presentations for free.

However, beyond learning the right way to present your topic and make your offer, do you know what is the most commonly asked question I receive? 

“Do you get nervous?”

Well of course I do!

In fact this weekend, I’m speaking at the Institute for Integrative Nutrition at Lincoln Center in New York City. If I allow my mind to wander about getting on the big stage and presenting to nearly 1500 – 2000 people, then I want to hide under my desk.

Here is what I do to soothe my nerves…

Step 1: Know Your Topic

I could do this presentation in my sleep because I know the topic so well. It gives me comfort to know my stuff and helps a lot with the nerves. I energetically “lean into” what I know for sure versus all the “what if’s” my mind can drum up.

Step 2: It’s Not About Your Ego

As I prepare the presentation, I remind myself that people aren’t necessarily there to see ME. They are there to learn and receive great information. And then I think about how I wish I knew this information when I first started out in private practice and this gives me courage to stand up, share what I know and not vomit.

Step 3: Be the Messenger

And finally, because I’m not a slick and smooth presenter (and few of us are!), I think about seeing myself as a messenger instead of trying to be a perfect speaker. What’s most important, in my mind, is to get the information across in a memorable way and make a difference. And that means I don’t have to be perfect and can focus on speaking from the heart.

Consider these steps before your next presentation to help soothe your nerves and remember, that while few us were born to be performers and have a craving forbeing on center stage (Those of you with a theatre background are lucky to have this calling!), speaking is such a powerful, effective way to reach your tribe of clients and attract new business that’s it’s well worth dealing with the nerves.

To your success,

Karin

Like what you just read? Then don’t miss an issue of the latest wellness marketing trends and tips from the front lines of private practice. Just enter your name and email at the top right of this page:  http://wellpronet.org

Next WellProNet Member Tele-Training is March 11th: What to Say to Decision Makers to Land Paid Speaking Engagements

About the Author: Karin Witzig Rozell has been teaching health and wellness professionals how to grow their business since 2003. She started as a nutrition counselor who knew a lot about nutrition, but not a whole lot about business and marketing. After learning some tough lessons she cracked the code and now her passion is transforming practitioners into profitable business owners using the power of authentic marketing strategies. In 2009, she expanded her private practice and launched The Wellness Professional Network as the go-to place for practitioners to learn about making more money doing what they love.  Karin lives in Upstate New York and works from home with her husband who also runs a successful coaching business.

 

It’s one thing to summon the courage to start booking yourself for presenations, workshops and seminars.

It’s such an essential skill for fast tracking your ability to attract new clients!

But it’s another thing to know what to say when you get the decision maker on the phone.

Do you feel confident when negotiating you fee, speaking requirements and more?

Do you know how to lead the conversation so that everyone wins?

Or you cave in and take what you can get?

Don’t worry, I have just the thing to help you look and feel like you really know what you’re doing!

On Thursday, March 11th at Noon Eastern, I’ll share with you my best tips and strategies for “How to Land Paid Speaking Engagements” (Whether you’re brand new to speaking or just want to start getting paid for your efforts as you grow your practice!)

In this tele-training, I’ll teach you…

• a template for what you MUST say when you get the decision maker on the phone (so you sound like you know what you’re doing)
• What to say to get paid well while using speaking to grow your business and attract clients
• what to set up to ensure you will be able to attract clients at your speaking event
• And what to do if you’ve never spoken before.

This 75 minute tele-training is free for members of The Wellness Professional Network.

When? Thursday, March 11th, 2010 Noon Eastern

Can’t make it? No problem. I record and transcribe each tele-training. Members can access them as often as they want.

So don’t miss out! It’s super affordable and absolutely necessary for you to learn these types of skills to make your private practice fly. (And take it into the 21st century!).

Click here (http://wellpronet.org/whyjoin) to find out if this one-of-a-kind network of progressive wellness pros is where you want to be. 

To join this call you need to become a member (http://wellpronet.org/benefits). And I would love to have you join us. 

You’re going to love learning about marketing and making more money as an authentic wellness pro.

“See” you there!

Karin

About the Author and WellProNet.org:  Karin Witzig Rozell has been teaching health and wellness professionals how to grow their business since 2003. She started as a nutrition counselor who knew a lot about nutrition, but not a whole lot about business and marketing. After learning some tough lessons she cracked the code and now her passion is transforming practitioners into profitable business owners using the power of branding with archetypes. In 2009, she expanded her private practice and launched The Wellness Professional Network as the go-to place for practitioners to learn about making more money doing what they love.  Karin lives in Upstate New York and works from home with her husband who also runs a successful coaching business.

I stumbled upon this video by Derek Sivers via Christian Mickelson’s blog and found that it perfectly highlights the principles of summoning the courage to get out in the world, share your message, face your fears and ultimately, create a movement fueled by your passion for wellness.

This came on the heels of finishing the popular leadership book, “Walk the Walk” by Alan Deutschman, which was really good. And yet, I found this fun video covered the key points of the book.in about 3 minutes. So you could read the book, or watch this quick video to see what it takes to takes to go from idea to movement. (Or you could do both!)

 

To your success,

Karin